Distributor Sharing of Strategic Information with Suppliers

Gary L. Frazier, Elliot Maltz, Kersi D. Antia, Aric Rindfleisch

Research output: Contribution to journalArticlepeer-review

Abstract

Distributor sharing of strategic information with suppliers is an important but underresearched issue within the marketing discipline. The authors develop and test a conceptual framework based on exchange theory that focuses on the degree to which distributors share external and internal strategic information with associated suppliers. Relying on survey data collected from 479 distributors across three industries, the authors find that distributors share strategic information with suppliers according to factors that affect the perceived benefits, costs, and risks of such behavior. The sharing of internal strategic information has distinct determinants compared with those of external strategic information. The interrelationships between environmental uncertainty and the sharing of internal strategic information, including both main and interactive effects, are especially notable.

Original languageEnglish (US)
Pages (from-to)31-43
Number of pages13
JournalJournal of Marketing
Volume73
Issue number4
DOIs
StatePublished - Jul 2009
Externally publishedYes

Keywords

  • Channel relationships
  • Dependence
  • Exchange theory
  • Information sharing
  • Uncertainty

ASJC Scopus subject areas

  • Business and International Management
  • Marketing

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